I was flattered to be included in the list of “Thought Leaders” at the IoT-Build (Internet of Things) Conference this week, and invited to join the panel to discuss skills and training needs for the workplace. Chaired by Matt Hatton of Gartner, we had an interesting and wide-ranging discussion on the changing skills required, which in turn is impacted by our education system, social and business cultures and even politics.

A Chat feature on your website can increase engagement particularly at that vital point when visitors are about to place an order or take further action. It also makes your business appear sophisticated, professional and well-established. You might have thought that having a Chat feature for website visitors is only for brands with big budgets and thousands of visitors. Not so. There are a number of Chat applications that can

The G-word isn’t history yet, and there still seems to be confusion about whether you can send marketing emails to people. In fact it is not GDPR that covers this, but the Privacy and Electronic Communications Regulations (PECR) which has been around since 2003 – last updated in 2018. The ICO have a helpful checklist on what can and can’t be done here:  , and plenty of helpful guidance on PECR

I attended the excellent London Hubspot User Group today, and at least half of the entire event was about video in marketing. The huge growth of video was predicted two years ago, but the actual adoption figures exceed all expectations. It is a really, really big deal for all marketers – and any other business communication for that matter. One of the questions that came from the floor was “How can

I’m sure that if you are a photographer or art student you will know this, but it is easy to forget why it was discovered and why it can make a difference to your videos too. When I was in art class aged…10 I think, I remember my art teacher drawing a straight line down the centre of a sheet of paper. He said “How can we make this more

This title is two quotes combined – from authors Denis Waitley and Lee Child. It neatly encapsulates a “light-bulb” moment I had during an excellent briefing on Business Risk, delivered by Nick Moon of Applied Resilience. I know this is not as exciting as sales and  marketing, but if we are to run a successful and sustainable business we need to make sure we can weather any storms that come

We recently hosted a seminar at techUK presented by Grant Leboff of “Sticky Marketing” fame, and it was a revelation. Grant has the ability to put into words the things you might have been secretly wondering about, and he is not afraid to challenge conventional thinking. Here in a nutshell is his challenge to the “Four P Marketing Mix”: Product, Promotion, Price and Place. These were introduced in the early

Despite all the coverage of GDPR, I am still hearing people say “I don’t think it applies to us, or “can we avoid it somehow?” The answer is: GDPR is just as relevant to all organisations, large and small, as food hygiene and traceability is to all food manufacturers. However, food manufacturers don’t just comply with regulations because they have to, nor do they comply because they might get a

You can’t go through sales training without having the importance of listening drummed into you. “God gave us two ears and one mouth for a reason,” etc. etc. Yet I don’t remember ever being taught how to listen in those courses – developing an understanding of listening skills came much later, through management development and an interest in psychology. I wish I had learned before. My favourite sales quote comes

Made famous – or infamous – by Alec Baldwin in the classic sales film “Glengarry Glen Ross”. It is associated with the hard sell, aggressive style of the stereotype snake-oil salesman. Sure, closing is important but an obsession with closing didn’t fit with my consultative sales style. Until the light came on. Another sales mantra I have picked up from several methodologies is the “Up-front Contract”. Put the two together

On day one of sales training I expected you were told you have two ears and one mouth for a reason – you can sell more by listening. They explained how to ask open, rather than closed questions to get the prospect talking. Then there was the part about solutions rather than products, because our product is more than just a product, it helps the customer achieve something else. All

Apparently John Emory Powers (1837-1919) was the world’s first full-time copywriter. Famous authors including F. Scott Fitzgerald, Joseph Heller, Dorothy L. Sayers, Salman Rushdie and Fay Weldon all spent time employed as copywriters. Writing copy that helps sell is not new, and many of the structures developed decades ago work just as well online and in social media today. Here are six structures that you can use to create interest

Here is a scenario which will be familiar to many. You follow up a sales lead and have a meeting with the prospect. Your solution is a great fit for their business and you go away to prepare a detailed proposal. You put a lot of work into this proposal and the prospect is bound to be impressed. You go back and present the proposal. The prospect is indeed impressed,

Objection handling is taught in every sales school, and we all have to deal with objections throughout our lives – from difficult customers to our nearest and dearest. I learned early on that an expressed objection was often not the real issue, and sometimes the individuals negotiating didn’t even realise what their underlying objection really was. Often we hear “it’s too expensive”, when the price isn’t the real issue but

The new regulation The General Data Protection Regulation (GDPR) has been coming up a lot in conversations with business leaders recently. Although most people know it is very important, there are still many who don’t have a clear picture of what it is and what it means to their business. This short feature provides an executive-level overview and what you need to do about it. Hopefully it provides enough information

Our amazing brains do more than think. Just like a computer, they have “background processes” constantly running, watching out for potential danger just as they have done for thousands of years to keep us alive. Now, most of us don’t have to worry about being pounced on by predators but our protective instincts haven’t caught up with our social evolution. That hidden brain activity is still operating and we can

……. “We spend money on training but we don’t see any result – is it worth it?” This is a common reaction at senior level, particularly in times of uncertainty where every discretionary spend is under scrutiny. My response is: make it worth it. The purpose of training is to change something – increase knowledge, improve skills or change behaviour. There is no point in training without paying close attention

Weighing the pig Once upon a time, a group of simple villagers were facing rising meat prices. They decided to buy a piglet, fatten it up and share out the meat between them. They went off to a farmer to buy a piglet. “Here’s a great little pig,” said the farmer. “You weigh him regularly and you’ll see how fast he grows.” So the villagers took the pig home, and

Anyone who plays popular computer games or has children that do, will confirm that they can be highly engaging to the point of being addictive – particularly the massively multiplayer online (MMO) games. If people can be so engaged with gaming, why can’t they be as engaged in the workplace? A simple analysis of game psychology shows that there are a number of concepts that can be adopted very easily.

I am sure we have all done it – you have a great idea, an important message or a brilliant product and you explain it to your audience of colleagues, team or customers. But they don’t get it! How can this be? Surely they could see how compelling this is. But they couldn’t. Many of us fall into the trap of being so enthused about our message that we go